Norfolk, Virginia

A challenging marketplace motivates and inspires this years' top three distributorships WorkflowOne's Five Keys to Success LED BY PRESIDENT Dave Holland—a 25-year industry veteran from the ranks of the major directs—Norfolk, Virginia-based WorkflowOne (formerly Workflow Solutions) has captured the top spot in BFL&S' distributor ranking this year. Holland attributes the company's success to a five-point strategic plan that WorkflowOne's management team developed after a thorough review of operations. "The first area we focused on is sales growth and retention, with a special emphasis on promotional items, commercial printing and print on demand. We have set up buying groups, both off shore and

For Norfolk, Virginia-based Workflow, 2003 was a year for restructuring and rebranding. At the center of the restructuring, is a regime change involving the departure of the founding D'Agostino family, while rebranding efforts are being driven by a major marketing campaign to bring the company's message and competency to the marketplace in no uncertain terms. That competency, according to industry veteran Joe D' Amore, senior vice president of business development, is supply chain management facilitated by the igetsmart technology. "We enable customers to outsource elements of their businesses to us that are outside of their core competencies for benefits that are multiple and long-lasting," he

Six distributors share the secrets and strategies that put them on top. Workflow What makes the same distributor retain the No. 1 spot on the BFL&S Top 100 Distributors list for four consecutive years? According to Rick Wesley, president of Workflow (formerly SFI), a Norfolk, Virginia-based distributor, the formula for success lies in managing customer supply chains effectively. "Our strategy for the past three years has been to do an analysis of potential customers' supply chain needs, propose a better solution than what they have, and then begin managing their products on the iGetSmart e-commerce platform," said Wesley. The iGetSmart system is the

Shaky times did not disturb these top distributors. Lead by CEO Tom D'Agostino, Jr. and President Rick Wesley, Norfolk, Virginia-based SFI has captured the coveted No. 1 spot in BFL&S' Top 100 Distributors ranking for the third year in a row. Proactive thinking and hands-on involvement by SFI management has been at the heart of its success, for as D'Agostino observed, "When the decisions are made by an organizations' bankers or people in ivory towers it loses it competitiveness and esprit de corps." And the rate of obsolescence of printing needs has inspired SFI to move its market share forward to provide supply